Negotiations (Max)
Faculty
|
|
| Eric Maxemax3@law.upenn.edu |
Additional Information
Experiential CourseYes
No
Class meets in person.
Meeting Times/Location
TBA
TBA
Category
Upper-Level
Credits
3.0
Taught by Wharton Senior Lecturer Eric Max, Esq.
Negotiation is more an art than a science. We negotiate every day in both our personal and professional lives. Effective negotiation can be the cornerstone of successful professional and personal relationships. There is no “right way” to negotiate. Different approaches and styles may be more effective in certain situations. This course will give you the tools necessary to be able to analyze negotiation strategically and apply the appropriate skills to make it as productive as possible. Key topics covered in the course include how to negotiate the settlement of a lawsuit, how to mediate a court case, and how to argue a securities case before a FINRA arbitration panel.
The course meets in Gittis 214.
Textbooks
"Bargaining for Advantage: Negotiation Strategies for Reasonable People (Revised and Updated)" by G. Richard Shell |